CHAPTER 7
Don't Lose Yourself
MAINTAINING BALANCE
Edward and Helen were both sales representatives at an investment bank. Each received sales leads—names of prospective clients—from their manager, Maurice, and each was tasked with meeting with prospects and persuading them to invest with the firm. The sales reps were each compensated based on the number of new clients they closed, and, as such, the quality of the sales leads that each of them received was a major driver of their individual success.
Edward noticed that many of the best leads were being given to Helen. He raised the issue with Maurice, saying that he felt he was not getting his fair share of sales leads. Maurice listened to his concerns and promised that the next major lead would ...
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